Startup Selling: Talking Sales with Scott Sambucci

Over the past twenty years, I’ve led three Silicon Valley startups to their first customers and revenue, and sold everything from financial data, enterprise software, and vaporware to cabinet doors, amusement park daily programs, and “would you like fries with that…?” My customers have included the largest financial institutions in the world, top US Universities, cabinet door makers and people that eat at Applebees and go to amusement parks...
I’ve learned a lot, and made a few, ahem, well… a lot, of mistakes. Here in The Sales Podcast with Scott Sambucci, I share the lessons learned from my past two decades of selling.
In each episode, I discuss a specific topic in selling and sales strategy like how to find new prospective customers, how to manage leads, how to run an effective sales meeting, uncovering customer needs, and developing pricing strategies. Episodes are a mix of guest interviews, observations from the field, and sales techniques that I’m using every single day.
And people that care about such things, I’ve written two books, been a TEDx Speaker, been featured on CNBC, The Financial Times and NPR. Oh… I’m also a husband, a dad, and a three-time Ironman triathlete.
Build your sales process so that you can have the company you imagine. The Sales Podcast with Scott Sambucci will help you get there.

Welcome to another episode of the Startup Selling Show. In today’s episode we have Xan Gentile. Xan is the Head of Account Management at Blend (also, one the best dressed man in the mortgage industry). He has been with the company since it’s early days. Now they’ve raised a series D an the team has grown to 400+.

Xan’s has been selling large enterprise software deals to the mortgage and financial markets for three and a half years, so given his success and experience I thought he would be an AWESOME guest for the Startup Selling Show.

In this episode we went deep into Customer Success, Account Management, and Enterprise Sales. Some of the specific topics that we covered are: